Yes – it is a battle! Quick Question (or two): Have you ever been asked to complete a task that requires the support of many people and other company resources in order to be successful and not received any help at all? Oh, and you are still expected to complete the task on time! Sometimes […]
(that your commercial counterparts don’t understand) The REAL differences between selling to Commercial and Federal customers THE CONVERSATION Have you had this conversation before? VP Sales: Where is the deal you said was going to close this quarter? Federal Sales Rep: It has been quoted through the reseller and is in Contracting right now. VP Sales: Then
TEN challenges of selling into the Federal Market Read More »
Federal Sales Mentoring – Three things you should know I love selling. I love having my ideas resonate with someone I just met and having that person truly understand the value of what I am speaking to them about. I have been this way my entire life. At one point in my career,
LEARNING THE FEDERAL PRODUCT SALES MARKET Read More »
If you walked into a customer and they told you: “We need your product to go through ISEC to get a CoN and ATO using the DISA STIGs to validate that it is compliant with our requirements. We also added your solution to our POM and plan to use a GWAC IDIQ like SEWP V,
Let’s Talk Federal: The Twisted Federal Speak Read More »
THE FORTUNE ONE Is not a commercial company….. This blog is a series on building a successful Federal vertical to earn millions of dollars of revenue from the U.S. Federal Government. You might be thinking, “The Federal Government is enormous. The bureaucratic red tape is legendary. Landing a government contract is just too
Why Sell To the Federal Government? Read More »
